Undoubtedly you've had a time when you've been disappointed about something business-related, and you let it show---on your face and in your mood. For me, this happens when I find out I didn't win a contract that I worked hard on, when I've learned bad news about an existing client; or when I've … [Read more...] about Scarlett Letter #100: When disappointment strikes in the workplace, can you shake it off?!
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Scarlett Letter #99: Buyers, influencers,…and don’t forget informants
At some point in our careers, many of us business developers in the AEC industry read books or take sales training courses. One common approach is Miller Heiman Sales Performance; they wrote The New Strategic Selling, which speaks to navigating to---and positioning with---prospective buyers and … [Read more...] about Scarlett Letter #99: Buyers, influencers,…and don’t forget informants
Scarlett Letter #98: When prospects ‘use’ you to challenge the incumbent service provider
A past client (and good friend) recently got screwed by one of their prospects. Mind you, this is my own opinion, not theirs. Therefore, I'll tell the story using alias names. Here's what happened. The prospect, a municipality that we'll call OpportunistCity, had worked with HometownArchitects on … [Read more...] about Scarlett Letter #98: When prospects ‘use’ you to challenge the incumbent service provider
Scarlett Letter #97: Mashable’s Essential Social Media Lessons for B2B Marketers
My original intent for today's blog was far different than what you'll see here. Today, Tamar Weinberg, Mashable's Community and Marketing Manager,wrote a post called 13 Essential Social Media Lessons for B2B Marketers from the Masters. I saw it on Twitter, and I thought it was too important for my … [Read more...] about Scarlett Letter #97: Mashable’s Essential Social Media Lessons for B2B Marketers
Scarlett Letter #96: Stories sell. Stories teach.
Next month, I'll be presenting at KA Connect here in Chicago. My topic: Storytelling---The key to Marketing Knowledge. Stories sell (and teach!) because they are emotional. Emotions sell (and teach!) because they stick in the minds and hearts of others. From a teaching perspective,there's actually … [Read more...] about Scarlett Letter #96: Stories sell. Stories teach.
Scarlett Letter #95: Managing conflict in the AEC workplace
Today we were blessed with a gorgeous pre-spring day in Chicago! Earlier, I was driving with my windows down and the radio off. I just wanted to be with my own thoughts, and perhaps listen to a few birds chirping at the stop signs. Unfortunately, that pre-spring bliss was interrupted when another … [Read more...] about Scarlett Letter #95: Managing conflict in the AEC workplace
Scarlett Letter #94: Topnotch presentation skills involve awareness of twitch factor!
Last week I attended a Creativity Symposium, which was also serving as a fundraiser. The symposium itself was quite good. But the presenter that introduced the actual facilitator unfortunately fell short relative to the overall caliber of the event. In this case, the pre-presenter (we'll call him … [Read more...] about Scarlett Letter #94: Topnotch presentation skills involve awareness of twitch factor!
Scarlett Letter #93: As a salesperson, you best know how to access the details
When I was just 22, my dad bought me a small universal life insurance policy. Now it's 2010, and my annual premium is almost due. I have some questions about my options. 1. Since I've accrued a little bit of money and am vested, do I need to pay the premium this year in order to keep the policy … [Read more...] about Scarlett Letter #93: As a salesperson, you best know how to access the details
Scarlett Letter #92: Lose the attitude! Be an open, engaging conversationalist.
I went to an art salon last weekend. Presented in a family-style dining environment, my table included our group of four, plus one more couple that we did not yet know. To make them feel welcome, I tried engaging them with some questions. At first they were responsive, no problem. Then I learned … [Read more...] about Scarlett Letter #92: Lose the attitude! Be an open, engaging conversationalist.
Scarlett Letter #91: When conducting client surveys, wear your investigative reporter’s hat
Two days ago, Susan S., an AE marketing director, contacted me about the 'right' questions to ask during client perception surveys. Susan intends for these surveys to be conducted as face-to-face interviews with existing clients. Findings will help inform the direction of her firm's new strategic … [Read more...] about Scarlett Letter #91: When conducting client surveys, wear your investigative reporter’s hat